24 Questions
What is the hardest negotiation skill to learn?
Cooperation
What is required for cooperation according to the negotiation tool kit?
Complete tool kit of cooperation, competition, avoidance, and acknowledgment
Which faculty is necessary for perspective-taking?
Reason
What is the strategy that elicits cooperative behavior, even from strangers?
Tit for tat
What is the role of self-control in negotiations?
It incentivizes cooperation over violence
Why do non-relatives cooperate according to the text?
Because many hands lighten the load
What is the basis of cooperation according to the negotiation tool kit?
Reasoning and perspective-taking
What is the illusion that may prevent us from expanding our skill set?
Illusion of competence
What do negotiators consider when determining the structure of an agreement?
Whether it should be a pure price deal, a trade, or an unbundled agreement
What is the goal of a negotiator according to the content?
To give the other side the best deal and help them sell it to their stakeholders
What approach is summarized by Susskind?
Writing their victory speech
What is the benefit of brainstorming in negotiation?
To generate alternatives, even if they seem wild or impractical
Why is it advisable to consider multiple issues simultaneously in negotiation?
To enhance judgment accuracy, satisfaction, and economic outcomes
What is the limitation of cooperative bargaining according to Baltasar Gracián?
There are limits to cooperative bargaining
What is the most promising approach in negotiations according to research?
Giving and taking is often the most promising approach
What do negotiators need to balance according to the content?
Creating value and distributing it effectively
What type of tactics are used to expand the pie and capture it?
Cooperative tactics
Why is it important to identify and frame all issues in negotiations?
To understand the priorities and interests of both sides
What is the purpose of framing in negotiations?
To influence how parties perceive the situation and behave
What is the name of the experiment that demonstrated the impact of framing on decision-making?
Morton Deutsch's prisoner's dilemma experiment
What is the result of choosing the proper mental frame in negotiations?
It can help parties overcome a purely distributive mindset
What is the name of the negotiation tool kit that includes interests, priorities, and framing for each party?
Jeanne Brett's negotiation table
What is the outcome of acknowledging the other side in negotiations?
It can shift attention and pressure the other party to reconsider their stance
What is the sequence of traits presented in Solomon Asch's experiment?
Trait adjectives
Study Notes
Gaining Negotiation Skills
- Negotiation skill that is the hardest to learn is the ability to cooperate
- A complete tool kit of cooperation, competition, avoidance, and acknowledgment is necessary, along with the ability to compromise
- The illusion of competence may prevent us from expanding our skill set
Perspective-Taking
- Cooperation relies on reasoning and perspective-taking
- Ability to see the world through the eyes of another is crucial
- Tit for tat strategy elicits cooperative behavior, even from strangers
- Tit for tat reinforces cooperative behavior while maintaining fairness
Self-Control
- Self-control incentivizes cooperation over violence in dilemmas
- Delay of gratification for greater future benefits is enabled
- Self-control facilitates trade-offs and cooperative moves despite intuitive fears or impulses
- It allows for productive handling of uncertainties in negotiations
Empathy
- Empathy is essential for cooperation
- Negotiators consider various factors, such as whether it should be a pure price deal or a staged agreement
- Attending closely to the other side's needs and interests incorporates value-creating benefits for them
- Writing "their victory speech" creates goodwill and improves the value of the deal for the other party
- Brainstorming generates alternatives, even if they seem wild or impractical
- Do not decide sequentially; consider multiple issues simultaneously to enhance judgment accuracy and economic outcomes
Cooperative Bargaining
- There are limits to cooperative bargaining; it's not always in our self-interest to solely engage in cooperative tactics
- A balance between creating value and distributing it effectively is necessary
- Giving and taking is often the most promising approach in negotiations
- Research shows that negotiators achieve a larger piece of the pie when they have created value with the other side
Identifying and Framing Issues
- Negotiating about only very few issues can be difficult
- Identifying important issues for both sides is crucial
- Jeanne Brett's negotiation table can be utilized to identify interests, priorities, and framing for each party
- Framing plays a crucial role in negotiations, influencing how parties perceive the situation and behave
- Choosing the proper mental frame can help parties overcome a purely distributive mindset in negotiations
Acknowledging the Other Side
- Acknowledging the other side is a crucial tactic in negotiation
- Taylor Swift's negotiation with Apple Inc. over Apple Music's launch illustrates the tactic of acknowledging the other side
- Acknowledging one's BATNA and focusing on independent artists can shift attention and pressure the other side to reconsider their stance
Learn how to improve your negotiation skills by stepping out of your comfort zone and developing a complete tool kit of cooperation, competition, avoidance, and acknowledgement.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
